Category Archives: Sales

No salesperson likes to say “I don’t know” when answering a customer’s question. While an occasional question may stump you, an internal product catalog is a great way to train your team and teach them the ins and outs of the products and services you sell. A well-produced internal catalog will help reduce those “I […]

It doesn’t take a fashion expert to know that some things don’t belong at trade shows. Here are a few examples of what not to wear at trade shows and other business events: Too much or too little. There is nothing worse than freezing or sweating at a networking event. Dress in comfortable layers that […]

The online commerce world is constantly changing, yet one thing remains the same: the dramatic impact “free shipping” has on sales. “Free shipping” is the top offer customers look for and will respond to in e-mail messages. In addition, many customers abandon their shopping carts because of high shipping charges and select retailers who offer […]

The average prospect is bombarded by so many salesmen eager for their business that they can be selective over the solution provider they choose. While quality and price will always remain important factors, the level of expertise and guidance provided is often just as important. Here are a few ways you can become a resource […]

Aristotle once called the circle “the perfect, first, and most beautiful form.” It’s the basis for the wheel, pi (and pie, for that matter), the Venn diagram, the “circle of life,” and cycles in general. It’s this last idea — cycles — that I’d like to get into today. In particular, a couple of cycles […]

Many salespeople spend too much time pitching and not enough timing asking questions. It is easy to forget that while you don’t have to ask questions to sell, you will sell a lot more if you do ask questions. Why are questions so important? Because the answers will help identify a prospect’s real objections, as […]

Are you wearing clothes? Do you own clothes? If you do then you are like 100% of the people that you know! And every single item of clothing that you are wearing was bought somewhere, by someone. It was sold. Ever get talked into going to a birthday party you weren’t 100% thrilled about? You […]